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Sales and sales management summary Jobber

14 reviews
 2139 views  93 purchases
  • Course
  • Sales
  • Institution
  • Hogeschool Rotterdam (HR)
  • Book
  • Verkoop en verkoopmanagement + toegangscode voor digitale leeromgeving

This summary describes carefully each section including the major points of the book sales and sales management. This summary will also carefully drag around your exam!

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Document information

  • Yes
  • February 18, 2013
  • 27
  • 2011/2012
  • Summary

Subjects

  • verkoop
  • verkoopmanagement
  • jobber
  • lancaster
  • achtste editie
  • sales
  • samenvatting
  • marketing
  • isbn 9879043019149
  • verkoop en verkoopmanagement

Connected book

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Book Title:

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  • ISBN:
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Written for

  • Hogeschool Rotterdam (HR)
  • Bedrijfseconomie
  • Sales
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14  reviews

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By: tristankoolhaas • 7 year ago

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By: jasonjerante • 7 year ago

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By: kimwierenga1 • 7 year ago

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By: marielouiseesser • 7 year ago

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By: Ediz • 8 year ago

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Good and clear summary

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By: denise28 • 7 year ago

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By: jeffzuidgeest • 9 year ago

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Maartjeanderson

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Content preview

Hoofdstuk 1: De ontwikkeling en de functie van verkoop in marketing

1.1 Achtergronden
Verkoop en verkoopmanagement hebben niet dezelfde betekenis. Maar ze zijn wel aan elkaar
gerelateerd.

1.2 De aard en rol van verkoop
Voordelen persoonlijke verkoop:
 Interactief: vragen beantwoorden, bezwaren wegnemen
 Adaptief: aanpassen aan individuele klantenbehoeften
 Complex: argumenten lopen uiteen en kunnen worden aangepast op de klant
 Relaties worden sterker
 Mogelijkheid voor directe closing the deal
Het nadeel van persoonlijke verkoop is dat het relatief duur is.


1.3 Kenmerken van moderne verkoop

 Klanten behouden en afstoten (key accountmanagement, 80-20 regel)
 Database- en kennismanagement
 Customer relationship management (CRM)
 Marketing van het product
 Probleemoplossing en systeemverkoop
 In de klantenbehoeften voorzien en waarde toevoegen


1.4 Succesfactoren voor professionele verkopers
1. Goed kunnen luisteren
2. Follow-up
3. Het vermogen om de verkoopstijl aan de klant aan te passen
4. Vasthoudendheid- en verkooptaak in het oog houden
5. Organisatievaardigheden
6. Verbale communicatie
7. Omgaan met alle mensen op verschillende organisatieniveaus
8. Bezwaren weg kunnen nemen
9. Goed kunnen afronden van de deal
10. Persoonlijke planning en tijdmanagement

1.5 Soorten verkoop

 Order aannemers
o Interne aannemers: taak is transsectioneel zoals caissières
o Bezorgers: zoals krantenbezorgers
o Externe aannemers: reageren op extra wensen
 Verkopers die orders genereren
o Missionarissen: doel is overtuigen zoals architecten
 Verkopers die orders in de wacht slepen
o Frontline verkoper

1

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